Persuasion and empathy in salesperson-customer interactions
By: Julio J. Rotemberg
Contributors: National Bureau of Economic Research
Series: NBER working paper series -- working paper 15975; Working paper series (National Bureau of Economic Research : Online) -- working paper no. 15975.
Publisher: National Bureau of Economic Research
Published: 2010
Place of publication: Cambridge, MA
Language: eng
Format: [electronic resource] /
Description: "In a search model, prospects encounter salespeople who can try to persuade them.  Persuasive messages can increase the utility of buying or increase the cost of not buying.  The latter reduces welfare.  Equilibria where only some salespeople make a persuasive effort often exist.  Salespeople vary in their empathy, and choose their jobs accordingly.  When all prospects are persuadable, a negative correlation between empathy and sales suggests that persuasion increases the cost of not buying.  When only some are, messages that increase the utility of purchasing can reduce welfare.  They can also lead to a negative correlation between empathy and sales"--National Bureau of Economic Research web site.
Notes: Title from PDF file as viewed on 5/20/2010.

Includes bibliographical references.

Also available in print.

System requirements: Adobe Acrobat Reader.

Mode of access: World Wide Web.